Top Tech Jobs & Startup Jobs in Austin, TX

The Sales Development Representative will initiate contact with potential clients, identify needs, and qualify leads, aiming to meet sales targets while collaborating within a sales team.

Lead global sales compensation operations, including commission calculations, CaptivateIQ administration, plan implementation, seller support, reporting, payout controls, and process improvement. Partner with Sales, RevOps, FP&A, Accounting, Payroll, and HR to ensure accurate, scalable compensation programs across products, roles, and geographies.

Own strategic cybersecurity partnerships with CrowdStrike, Cyera, and other key alliances. Manage co-selling, account mapping, pipeline development, joint go-to-market initiatives, executive relationships, business planning, partner events, enablement, forecasting, and issue escalation. The role requires strong cybersecurity knowledge, alliance management experience, measurable co-sell revenue results, executive communication skills, and the ability to manage multiple global partnerships independently.

Sell Abnormal AI cybersecurity solutions to enterprise organizations with more than 3,000 mailboxes. Responsibilities include prospecting, pipeline generation, complex deal management, contract negotiation, closing new logos, account expansion, renewals, accurate sales-system documentation, ROI development, and cross-functional collaboration with sales engineering, marketing, product, and customer success teams.

Conduct outbound prospecting through calls, email, and LinkedIn; identify customer needs, qualify marketing leads, create new business opportunities, and meet sales targets. The representative will engage C-suite stakeholders, learn and communicate Abnormal AI’s product value, manage territory accounts, and collaborate with distributed sales teams.

Own and grow an enterprise territory by prospecting, managing full-cycle sales, winning new logos, expanding accounts, and exceeding annual recurring revenue quotas. Sell AI-powered cybersecurity solutions to large organizations and security leaders, build business cases, manage complex negotiations, and maintain accurate pipeline data. Partner with Sales Engineering, Customer Success, Product, Marketing, and channel teams to support evaluations, renewals, and expansion opportunities.

Owns end-to-end performance and compensation cycles, including planning, calibration, post-mortems, and continuous improvement. Manages the People team’s program roadmap, cross-functional workstreams, project infrastructure, and process improvements. Supports People data accessibility, AI adoption and change management, rewards and recognition programs, and IPO readiness. Partners with HRBPs, Total Rewards, Talent Acquisition, Learning and Development, Analytics, and transformation teams.

Sell Abnormal AI cybersecurity solutions to enterprise accounts with more than 3,000 mailboxes. Generate pipeline, prospect for new logos, manage complex sales cycles, negotiate contracts, exceed ARR quotas, and drive renewals and expansions. Maintain accurate sales-system data and collaborate with sales engineering, customer success, product, marketing, and channel teams. Build customer business cases, quantify ROI, tailor presentations, and communicate customer insights internally.

Architects and validates field go-to-market motions for newly launched enterprise security products. Designs demos, proof-of-value structures, messaging, and scalable sales processes; conducts customer discovery and live-deal testing; analyzes competitive losses; and communicates product and positioning insights to Product Management and Product Marketing. Owns the General Availability handoff, documenting successful approaches and enabling the field to execute independently.

Serve as the primary technical advisor in enterprise sales cycles, leading discovery, architecture discussions, product demonstrations, competitive research, and Proof of Value programs. Translate security technology into measurable business outcomes, address email and identity security challenges, educate sales teams and partners, and guide senior stakeholders toward successful enterprise outcomes.